Indirect Sales Lead - Sweden

Basic Information

Country:

Sweden

State:

NA

City:

SWE Stockholm

Date published:

12-Apr-2021

Job ID:

29786

Travel Amount:

up to 50%

Description and Requirements

From core to cloud to edge, BMC delivers the software and services that enable over 10,000 global customers, including 84% of the Forbes Global 100, to thrive in their ongoing evolution to an Autonomous Digital Enterprise.

Indirect Sales Channel Leader

The primary responsibility of the Indirect Sales Leader is to create and execute the indirect business plan, generating incremental new license revenue by developing an autonomous Partner Ecosystem.

Being able to engage with our partners programmatically to create new opportunities, execute a value- based enterprise sales cycle, close the deal, implement the solution and help our customers realise the value from BMC solutions.

An important responsibility of the role is to develop, coach and support the individual Partner Sales Specialists in customer meetings, providing a ‘Gold Standard’ of customer engagement to improve collaboration and qualification of the deal.

As we continue to transform and reinvent our indirect channel, it is critical that our indirect sales leader has had extensive experience of transformation, leading either a direct or indirect sales team with responsibility for a primary quota and has a growth mind-set.

To work seamlessly with the direct country leadership to create a unified sales team with common goals of growing the business and delivering business value to our customers.

 

Main Responsibilities:

                    Accountability for an indirect primary quota

                    Build an indirect go-to-market business plan which is aligned to the overall indirect EMEA strategy and the EMEA regional geo plan

                    To create and execute individual and specific Partner business plans.

                    Communicate the business plan to both the Internal BMC and Partner stakeholders

                    Build a Partner Pipeline Generation programme, supported by a Marketing Plan to drive incremental and new logo growth in the region

                    Proven experience of managing, qualifying and closing a large pipeline of business

                    To be responsible for ensuring the Partner organisations have a clear and structured enablement plan for sales and technical skills which directly aligns to the business plan.

                    Responsibility for attending customer meetings with the partners to support driving a value based selling engagement

                    Implement a regular operating rhythm, to measure and manage Partner Performance regarding; forecasting, quarterly business reviews and development sessions etc.

                    Provide accurate forecasting to the BMC senior management.

                    Recruit, onboard and develop new partners

                    Be able to effectively communicate BMC's value proposition to internal and external customers.

                    Be a BMC brand ambassador both internally and externally


The Experience You’ll Bring

Experienced and proven track record of transformation, leading a sales team with a primary quota and has a growth mind-set.

  • Recent experience of Sales Management
  • Clear understanding of people development
  • A consistent track record of sales quota over-achievement
  • Ideally, experience of direct and indirect selling
  • An ability to create and execute a go-to-market business plan
  • Have a sales creation mentality (business development + pipeline activity)
  • Experience in creating and executing transformation in an enterprise technology environment
  • Ideally knowledge and experience of selling SaaS solutions
  • An extensive network of Software Resellers and System Integrators in the specific market and global
  • High level of communication skills and the ability to connect at all levels
  • Ambition to succeed and grow a team.
  • Competitiveness but acts with integrity.


It is the policy of BMC Software to afford equal opportunity for employment to all individuals regardless of race, color, sex, age, national origin, physical or mental disability, history of disability, ancestry, citizenship status, political affiliation, religion, gender, transgender, gender identity, gender expression, marital status, status as a parent, sexual orientation, protected veteran status, genetic information or other factors prohibited by law, and to prohibit harassment or retaliation based on any of these factors. 

If you need a reasonable accommodation for any part of the application and hiring process, visit the accommodation request page.